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In this episode of Agency Intelligence podcast, host Jason Cass talks about getting markets, discovering who you are, prospecting, and servicing, as he explains it from a new agent’s perspective and an established agent perspective. Episode Highlights: Jason thinks that the best way to get better is to get some training, and that’s what he and many other agents have done, watch others, and figure out what they're doing with the successes and what they're doing with their failures. (2:02) Jason shares when he and Mike Beard started their agency in 2002. (4:37) Jason mentions that Mike Beard was his number one mentor. (4:56) Jason shares that the reason he left Mike was that he could get a job four blocks down the road, from his house. (5:09) Jason mentions that after three years, he joined another agency called The Insurance Partnership. (5:22) Jason shares that he wants loyal listeners to know that Tom Simpson is a real person, a person who trusted him, a person that he trusts, and they did business and he owes him and the team at The Insurance Partnership a lot because they taught him everything that he knows today. (7:03) Jason mentions that he decided over Thanksgiving in 2009, that he was planning to start his agency. (7:30) Jason mentions that 95% of the world’s problems are caused by a lack of communication or miscommunication. (9:36) Jason shares that discovering who you are, building your brand, and creating your culture, is vital nowadays in how you will be successful, plays a substantial part in the great separator. (11:12) Jason mentions that we need to know the audience we are going to attract so that we can build the authority. (12:35) Jason mentions that at The Insurance Alliance, they are an agency that writes commercial insurance. (12:54) Jason shares that he wants his team to spend their time on servicing their clients, and he believes that servicing their clients creates better sales. (13:44) Jason mentions that you shouldn’t reach out to an aggregator because there are better options out there. (20:14) Jason shares that one of the reasons why others start their independent insurance agency is because they’re tired of representing just one company exclusive. (20:38) Jason mentions that the things that other people are telling you can, and can't work, they telling you the truth and lies because everything can truly work. (21:47) Jason explains the significance of knowing who we are. (22:36) Jason shares that you don’t have to provide the solution, as long as you can lead them to the solution. (25:57) Jason mentions that discovering who